Account Manager, SMB

Apollo.io; Austin (CO); Hybrid; USD 110,000 - 130,000; Full time

Benefits offered by this job

Equity

401(k) plan

Paid holidays

Flexible PTO

Parental leave

Employee assistance program

Job summary

Apollo.io is seeking an Account Manager for the SMB segment (1–200 employees) in the United States. You will manage a book of ~300 accounts, drive expansion revenue and retention, and partner with customers to achieve success with our platform.

This hybrid role requires you to be in the office 3 days per week and to own the full sales cycle from initial contact to close, including platform demos, negotiations, and renewals.

Qualifications

• At least 1 year owning a large SMB book (~500+ accounts) with expansion/retention focus.
• SaaS experience is a plus.
• Proven track record of meeting targets and quarterly goals.
• Ability to communicate with directors and above in Sales/Marketing/RevOps.

Responsibilities

• Manage end-to-end sales process from initial contact, trial, negotiation to close (avg 30 days).
• Negotiate renewals (~10 per month) within your book.
• Maintain and grow a pipeline from inbound inquiries and upsell opportunities.
• Conduct platform demos and pricing calls; ensure Salesforce hygiene.
• Own scheduling and multi-meeting days to hit quotas and forecast accurately.

Skills

Account management

Consultative selling

Forecasting

Negotiation

Pipeline management

Relationship building

Cross-functional collaboration

Presentation skills

Self-motivation

Tools

Salesforce

Job description

Account Manager – SMB Segment

As an Account Manager within our SMB segment (1 to 200 employees), you will drive expansion revenue and retention across a book of business (~300 accounts) with Apollo’s largest customer segment: small businesses. You will be responsible for managing and growing relationships with our existing customers, ensuring they achieve desired outcomes with our platform, maximizing account value, and identifying expansion opportunities. This is a hybrid role, three days in office.

Responsibilities

Pipeline & Sales Process Execution

• Manage the entire sales process from initial conversation, trial management, negotiation, legal, and close with an average deal cycle of 30 days or less.
• Negotiate a high volume of renewals (~10) each month within your book of business.
• Manage a pipeline of primarily inbound inquiries from your book of business to identify, engage, and develop relationships with potential buyers.
• Take over 5 meetings per day between upsells and renewals, running 25 meetings per week.
• Consistently create 3x pipeline month over month.
• Achieve and exceed monthly and quarterly quotas.
• Own your schedule to structure your day and accomplish tasks such as initial meetings, platform demos, Salesforce hygiene and admin work, customer escalations, follow‑up meetings, pricing calls, and various company calls.
• Confidently handle objections with prospects on a call.

Sales Strategy & Deal Management

• Tier your account list to identify top expansion opportunities and at‑risk accounts.
• Demonstrate proficiency in the discovery step of the sales process, asking consultative questions and actively listening to tie back to value and business outcomes.
• Collaborate with businesses that have a maximum of 200 employees.
• Communicate directly with directors and above level contacts primarily within the sales, marketing, and RevOps departments.
• Effectively articulate how our platform can solve customer challenges to drive expansion opportunities.
• Clearly articulate an overview of your pipeline and deals in your funnel at each stage.
• Accurately predict your most likely outcome within a 10% margin.

Mindset and Behaviors

• Bring your thinking, strategies, and ideas to advance our company’s values, unique culture, and vision for the future.
• Engage as your unique self in a diverse, inclusive and high‑performing team.
• Thrive in a competitive environment, embracing challenges, enjoying objection handling, and using setbacks as fuel to improve and win.
• Maintain a positive outlook, take responsibility for successes and failures, and relentlessly drive improvement.
• Focus on goals and believe that daily activities will help achieve them.
• Possess a competitive spark, hunger to win, and determination to outperform in a fast‑paced, high‑stakes environment.
• Be a self‑starter who proactively identifies opportunities, takes initiative, and stays motivated in the face of multiple objections and “no’s.”
• Embed a team‑selling approach and proactively engage with leadership to support selling.

Qualifications

• At least 1 year of experience owning a large book of existing accounts (~500+ accounts) within the SMB segment (<200 employees), working primarily on expansion opportunities and retention. SaaS experience is a plus.
• Top performer in your current role.
• Proven track record of consistently meeting targets, minimum of 3 trailing quarters.
• Experience using strong consultative selling skills and the sales process in day‑to‑day work.
• Ability to communicate, present to, and influence key stakeholders across both technical and non‑technical roles.
• Adaptable, quickly assess new technologies, and find smarter ways to achieve goals.
• Coachable – loves to learn, receive feedback, and improve skills.
• Must be willing to be in office 3 days per week.

Compensation and Benefits

The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable. For sales roles, the range provided is the role’s On Target Earnings (OTE) range, meaning that the range includes both the sales commissions/bonus target and annual base salary.

Annual Pay Range: $110,000—$130,000 USD

Additional benefits may include equity; company bonus or sales commissions/bonuses; 401(k) plan; at least 10 paid holidays per year, flex PTO, and parental leave; employee assistance program and wellbeing benefits; global travel coverage; life/AD&D/STD/LTD insurance; FSA/HSA and medical, dental, and vision benefits.